It’s no secret that stockouts hurt sales. A sizeable 37% of shoppers report buying from a competitor if their first-choice brand is out of stock, whereas 9% will buy nothing at all. To remedy this problem, sales managers can use the MAAR method.
Let’s get something straight - MAAR (without an “S” at the end) is neither a planet, nor a candy bar. It’s something we drew up to help brands make sure their food and beverage products are where they need to be at every retailer.
Consistency is key when it comes to process, especially for brands with reps that work across multiple accounts. Having your entire field team flag stockouts the same way lets you rest assured that no facing gets overlooked
Minimizing Out-of-Stocks with MAAR
Also collect data on promotions, seasonality, and the economic climate, as these all have an effect on OOS rates.
Besides sales, brand image and retailer relationships can also be devastated by repeated stockouts. For more tips on how to make the most of your shelf presence, check out what Socrates has to say.
Victoria is a Marketing Associate at Repsly, where she leads the company's P.R. and social media efforts. You can also catch her prepping for slew of exciting industry events. A New England native, Victoria has spent time living in Italy and traveling throughout Europe before settling back in Boston. When she's not planning her next trip, V is probably tasting wine or brushing up on her Italian.